Pilates Studio Business

Let's review your pricing :)

Pricing your services is a sticky subject. There is no doubt about it.

Whether you are pricing a single session, a package or a membership option for appointments or classes. It can be tricky.

And what happens when you offer all different kinds of services?!

Argh! It’s enough to make your head spin!

Recently, we’ve seen the boutique fitness market evolve when it comes to pricing. 

When boutique studios really started to take off around 9 years ago, a major selling point was the no commitment price model. Studios sold packages of 1, 5, 10 or 20 plus sessions or classes. 

And clients loved it.

L.O.V.E.D IT!

At that time, there was a big shift away from big box gym memberships that seriously lacked the community and support of a smaller studio. These were usually long term commitments but didn’t necessarily encourage regular attendance

So when studios opened offering amazing classes without a long-term financial commitment, clients were happy to pay (and often a little more) for something that bought the results.

Buying classes and booking in advance put an end to that little last-minute voice saying: “bail!”

Knowing that you’d already paid for a session was motivation enough to get off the couch!

And, everyone was excited about being part of a tribe and seeing friendly faces.

However, over the past 3-5 years, boutique studios across the board have increasingly begun to offer a monthly membership model which both the studio owners and clients seem ok with. 

Kinda interesting since that is what folks wanted to get away from in the early days!

So… why does this make sense now?

For studio owners a membership price model is actually a good thing. Those gym chains were onto something! Regular stable revenue is good for business longevity. You can plan and budget with more certainty - because your cashflow is more consistent. 

It is super helpful from an admin perspective as you are not chasing clients to purchase a new package or ask for monies owed. Once you have made that initial sale, the payments are automated and so the admin hassle decreases.

For clients, there are some overlap to the benefits. They too appreciate less admin time - they can schedule as they like online and especially enjoy the freedom and flexibility of unlimited memberships.

The membership model is also more conducive to helping the client actually get results - in most cases a class or session once per week is just not enough to get the benefits most are looking for. TIP: check out your attendance analysis report and see how frequently your clients visit - you might be surprised!

That said, most studios continue to offer an option to purchase a package although the price point is usually less appealing to the client than a membership price point. Packages are usually priced higher per class than a membership option. 


Of course, there is a lot of work that goes into running a studio with a membership pricing model - think sales processes, marketing etc. And, just like everything, it won’t be the right fit for everyone. But, perhaps, it is something to consider?

I’d love to hear YOUR thoughts - email me at hello@springthree.com and let me know if you’ve tried this or are interested!







P.S. Has it been a while since you reviewed your pricing or even longer since you raised your pricing? In Empowered Branding I cover this as part of setting yourself up for success when it comes to building a thriving studio business. What you learn in this program will help you navigate the path of what works and what doesn’t when it comes to pricing. If you want to find out more, let’s set up a times to speak. Click here to schedule a time!








Got Summer Plans?

Hey folks, 

 

Summer is rapidly approaching and I want to have a quick chat with you about how your summer plans and business plans can work together.

 

I am fortunate enough to work with business owners in all stages of life and business. I do this in my comprehensive business training program The Academy, in 1:1 strategy sessions and through my group coaching program, Empowered Branding.

 

A common theme among all these business owners is the challenge of managing changing schedules during the summer months with vacations, family obligations, graduations, visitors from out of town and so on. Not only for yourself, but also your clients.

 

All of this can impact your business.

 

So, how can we best manage this? 

 

First, awareness of the issue means we are already ahead of the game! 

 

But, by planning ahead, you are helping to make sure that your summer ends with you feeling totally content. What does your business look like this summer? Maybe that means slowing down for the summer and taking some time of for yourself or maybe that means growing and expanding your business.

 

How?

 

Start with getting clear on what you want your summer to look like. Work, fun, travel, family time? Or perhaps you have other projects you want to focus on.

 

What do you want it to look like?

 

Let’s get this down on paper. Take out your favorite notebook and start writing.

 

  1. What are your current plans? 
  2. What are your goals?
  3. Three months from now what do you want to have accomplished?

 

Once you have a vision, then you can start to map out the steps you need to take to get there. So list those actionable steps next to your goals. Perhaps number them in order of priority.

 

Perhaps you want to launch a workshop, a new class, focus on personal growth, try a class at another studio, onboard new staff, improve systems and operations, focus on winning back clients who have not been to the studio for a while… 

 

Or, perhaps your goal is to keep things the same and not add a single thing!

 

What ever your goals are - have a plan for getting what you want this summer.

 

A summer filled with intention.

How Does Your Website Perform?

Your website is where most people come to find out more about you. And when they do, you have just a few seconds to make a strong first impression.

Professional website designers and developers know what makes people stick around on a site and are up to speed with the latest trends in getting visitors to convert to clients.

But, skills aside, they ask themselves these three questions from the perspective of a visitor when they are reviewing a site for redesign and guess what... they are super simple. You can use them too!

Take a few moments today and go to your website. Ask yourself the following questions to figure out whether it's doing the job its supposed to.

Am I In The Right Place?

You have 8 seconds to capture the interest of your visitor - and this number is getting lower - it used to be 15 seconds!

Being clear that your visitor is in the right place is first and foremost the most important consideration. For this, pictures speak 1000 words. Pictures of you, doing what you do. Not empty studios or equipment. Include pictures of you with your clients to share what a prospect client could expect from working with you.

Your studio name should be clear on the page (You don't need to do anything fancy here - it is more important that it is CLEAR).

Remember this: A visitor to your website has their finger hovering over the back button in their browser at all times, your site has to stop them from pressing this button!

Do You Have What I Want?

This is where you give a little more info about what you do. If you have a brief one-liner on your homepage, you will need to provide the opportunity for a visitor to learn more.

Be very clear about what you do and what you offer. Again, pictures are useful. Oh, and include your pricing - don't hide this!

Not everyone will pick up the phone first time. Some people will want to learn more first. And - I hate to break it to you - they will be probably comparing you to someone else.

That's why not only is it important to be clear on what you do; it's also crucial to be clear on what makes you unique and special. Make this message stand out!

Where Can I Buy?

This is what visitors are asking once you have qualified the above questions. You are SO CLOSE to getting a client at this point. Don't blow it now!

Invite your website visitors to call you, email you, or drop by! This is how you get them to the next step of turning from a website visitor into a real client.

Be very clear with your contact information, your location (include a map) and how to book.

Visitors should flow effortlessly through your website. It should be super-easy for them to find all the information they need. Throughout the experience they should be gently nudged toward taking an action such as booking a session, getting in touch or subscribing to a newsletter.

Remember, less is more when it comes to the copy and words you use. Be impactful with your language but keep it short and sweet. Use lots of white space to avoid the visitor getting distracted and include buttons to take your visitor from one question to the next!

Good luck.

p.s. Need help getting clear on what you should include on your website - perhaps you need a brand refresh? Get in touch to find out more!